I agree vendors will likely move first — not because they want better security, but because they feel the sales-cycle drag and pricing pressure immediately. Hospitals feel the risk later; vendors feel the friction now.
The translation layer is the hard part. My working hypothesis is that most deals stall because the same risk is described three different ways:
• probabilistic and architectural for engineers
• operational and financial for execs/boards
• checklist-driven for procurement/compliance
OpenCRO’s core job is to compute a single risk posture and then render it natively for each stakeholder, without turning it into compliance theater.
Still early, but this exact tension is what I’m validating right now.
Sharp insight on the compliance theater problem. The chicken-and-egg question you posed reminds me of a similiar dynamic in IoT security: manufacturers wanted buyers to demand it, buyers wanted manufacturers to bake it in. Betting on hospitals as primary buyer makes sense if procurement cycles are the real bottleneck, but my guess is medtech vendors will move first becuase they feel the sales-cycle pain more acutely. Curious how OpenCRO handles the stakeholder translation layer, different langauges for boards versus engineers is no joke.
This is exactly the right analogy.
I agree vendors will likely move first — not because they want better security, but because they feel the sales-cycle drag and pricing pressure immediately. Hospitals feel the risk later; vendors feel the friction now.
The translation layer is the hard part. My working hypothesis is that most deals stall because the same risk is described three different ways:
• probabilistic and architectural for engineers
• operational and financial for execs/boards
• checklist-driven for procurement/compliance
OpenCRO’s core job is to compute a single risk posture and then render it natively for each stakeholder, without turning it into compliance theater.
Still early, but this exact tension is what I’m validating right now.
Excellent analysis! This breakdown in cybersecurity incentives highlights the need for a more system level design approach, not just compliance.
Sharp insight on the compliance theater problem. The chicken-and-egg question you posed reminds me of a similiar dynamic in IoT security: manufacturers wanted buyers to demand it, buyers wanted manufacturers to bake it in. Betting on hospitals as primary buyer makes sense if procurement cycles are the real bottleneck, but my guess is medtech vendors will move first becuase they feel the sales-cycle pain more acutely. Curious how OpenCRO handles the stakeholder translation layer, different langauges for boards versus engineers is no joke.